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杨先生是一家中型日化企业上任不久的销售部经理,因为试点终端营销成绩卓越而被提升,负责整个公司的销售管理。在公司决策层的支持下,他在全国市场推广终端营销管理模式。过去的几个月,投入终端管理的一线销售人员的数量比原先几乎增加了一倍,但销售量的上升幅度与计划设定的目标还有不小的差距。杨先生找到我希望我能给他一些帮助。“你的销售人员增加计划与公司整体营销战略相符吗?”我问。他说:“终端销售的特点决定了比传统销售模式需要的人员更多,人员增加计划是得到公司批准的。”“那么你最担心的是因人员增加而
Mr. Yang is a sales manager for a mid-sized cosmetic company who has been in office for a long time, being promoted as a result of his outstanding marketing achievements in pilot terminals and is responsible for the sales management of the entire company. With the support of the company's decision-making level, he promoted the terminal marketing management mode in the national market. In the past few months, the number of front-line salespeople who have invested in terminal management has almost doubled from the previous month, but the sales volume has not far outweighed the planned target. Mr. Yang found I hope I can give him some help. ”Does your sales force increase your plan in line with the company's overall marketing strategy?“ I asked. He said: ”The characteristics of the terminal sales decided more than the traditional sales model requires more staff to increase the plan is approved by the company. “ ”Then you are most worried about is the increase in personnel and